SCENARIO 12-4
the Managers of a Brokerage Firm Are Interested

question 144

Short Answer

SCENARIO 12-4
The managers of a brokerage firm are interested in finding out if the number of new clients a broker brings into the firm affects the sales generated by the broker.They sample 12 brokers and determine the number of new clients they have enrolled in the last year and their sales amounts in thousands of dollars.These data are presented in the table that follows. $\begin{array}{lll}\text { Broker } & \text {Clients} & \text {Sales }\\1 & 27 & 52 \\2 & 11 & 37 \\3 & 42 & 64 \\4 & 33 & 55 \\5 & 15 & 29 \\6 & 15 & 34 \\7 & 25 & 58 \\8 & 36 & 59 \\9 & 28 & 44 \\10 & 30 & 48 \\11 & 17 & 31 \\12 & 22 & 38\end{array}$
-Referring to Scenario 12-4, the total sum of squares (SST) is .

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Definitions:

Out-group

A social group to which an individual does not identify or belong, often viewed with bias or exclusivity.

Courteous

Displaying politeness in one's attitude and behavior towards others; mannerly and respectful.

Lowball Technique

A persuasion tactic where an initially favorable offer is made, then terms are unfavorably changed, relying on commitment to secure agreement.

Highball Technique

A persuasive strategy where an initial, excessively high request is made, knowing it will likely be rejected, in order to make a subsequent, smaller request seem more reasonable.